INSIDE Capitalizing on Angus Genetics Features a Demand for Angus-Sired Special Feeder-Calf Sales Hosted by State the Brisk and Well- Feeder Cattle

Home , Mike Patton

“The Commercial Cattleman’s Angus Connection” Volume 13, Number 4 • October 1998 INSIDE Capitalizing on Angus Genetics Features a demand for Angus-sired Special feeder-calf sales hosted by state The brisk and well- feeder cattle. Buyers are associations and groups are yielding premiums deserved demand provided a complete history for Angus customers...... 1 on the cattle, including for Angus bulls has herd health, cow-herd ge- By following a detailed road map for on-farm netics and sire EPDs (ex- heifer development, participants in two statewide whetted Angus pected progeny differ- programs are yielding positive returns in the breeders’ appetities ences).” Bunk-broke cat- pasture and in the sale ring...... 12 tle are identified, and for market share. the previous diet is The Harris family of Killdeer, N.D., is recognized stated. as the Certified Angus Beef Program’s 1998 Gothard says ad- by ED BIBLE Commercial Producer of the Year. The Harris vantages to sellers family has utilized Angus genetics within the include: operation to help reach its goals...... 22 There’s no place for “laurel- 1. Cattle are sold resting” in the minds and manage- by individual Here’s a list of upcoming Angus-influence sales ment of purebred Angus produc- ownership and sponsored by registered Angus breeders or ers as they organize special feeder- are not commin- Angus associations. It is available through the calf sales designed to enhance the gled prior to the Angus Resource Clearinghouse Network value of Angus-sired calves. sale; (ARCNet)...... 28 State Angus associations, live- 2. It’s an opportunity stock groups and individual breed- to market preconditioned ing these cattle, we found they re- Feeder-calf buyers usually discount heifers, ers have initiated — or are plan- calves; ally liked these sales because we put largely due to the risk of pregnancy and inherent ning — sales that offer Angus 3. It targets buyers who feed for all the information out on the differences in efficiency between heifers and feeder calves in pot loads that CAB Program licensed calves, such as how they were bred, steers...... 32 hopefully will bring top premium packers; health treatments and how long for their owners. The example 4. It creates demand for regis- they’d been weaned,” says Column Links sales described here are by no tered Angus bulls; and Gothard. • Association Highlights ...... 10 means all-inclusive; they are just 5. It creates demand for calves “We plan to keep it going,” he • Certified Angus Beef Program ...... 20 samples of what state organiza- by providing information on continues, “because it’s turned out • Performance Programs ...... 24 tions are doing to maintain and in- sale cattle. to be such a good partnership for • Commercial Relations Department ...... 28 crease the Angus breed’s share of All cattle are sold with an accu- us with the Virginia Livestock • Angus Sales...... 36 the market for top-quality bulls. rate description and are grouped Markets Association. They know • Advertisers’ Index ...... 44 by sex and weight. Forms used in the marketing end of the business, In Virginia making the sale order include in- so it helps us all.” Staff The Virginia formation on EPDs of sires (if Numbers of calves sold have • Angus Productions Inc...... 4 Angus Association and the Vir- known), breed makeup of dams, been encouraging. For instance, at • American Angus Association...... 9 ginia Livestock Markets Associa- herd health and preconditioning, the Spring Lake market, 759 calves • Certified Angus Beef Program ...... 20 tion (VLMA) launched a series of and weighing conditions. were sold in January, 360 in Febru- • Regional Managers ...... 31 Angus-sired feeder-calf sales last Dairy-cross calves, shorts and ary, 227 in March and 176 in April. November. The sales are designed stags are not accepted. Bull calves They expect to have four or five Services to benefit producers of feeder cat- are accepted if they weigh less than sales this coming year. The Vir- • Angus Journal subscription forms ...... 41, 42 tle with known genetics that fit the 700 pounds (lb.). ginia Angus Association offers to • Application for membership to the visual appraisal for the Certified The sale fee is $1/head in addi- cooperate with any member of the National Junior Angus Association ...... 43 Angus Beef (CAB) Program. Cat- tion to the $1/head checkoff. Also, VLMA to try having a sale in each • American Angus Association tle sell by individual breeder depending on where the cattle sell, area of the state. membership form...... 44 groups and must be sired by pure- carcass data is available for an ad- “We have 650 members in the bred Angus bulls. ditional $6/head on cattle sent di- Virginia Angus Association, with a In announcing the sales, rectly to feedyards. number of them being commercial Michael Gothard, executive direc- Gothard reports cattle sold last producers,” Gothard says. “These tor of the Virginia Angus Associa- fall commanded at least a nickel sales let us offer another good mar- tion, says, “This program stimu- premium per pound. lates sales for Angus bulls and fills “In talking with the guys buy- (Continued on page 4) 4•ANGUS B E E F B U L L E T I N / October 1998

GENETICS (from page1) keting alternative to them.” Gothard says producers sell around 12,000 bulls in Virginia ANGUS B E E F B U L L E T I N each year, 80%-90% of which are “The Commercial Cattleman’s Angus Connection” Angus. “We felt we just needed something to offer those bull buy- Produced and published by Angus Productions Inc. in ers,” he says. “In Virginia feeder cooperation with the American Angus Association and sales, they commingle calves and, the Certified Angus Beef Program. therefore, the producers get an average price. So we decided not to 3201 Frederick Blvd., St. Joseph, MO 64506 commingle and go for the premi- Phone: (816) 383-5200; fax: (816) 233-6575 um for the Angus calves. Office hours: (M-F) 8 a.m. to 4:30 p.m. (CST) “Right now we’re selling the program as much as selling the General Manager Terry Cotton (816) 383-5214 calves, but we’re excited about it and know it will pay off.” Editor Shauna Rose Hermel (816) 383-5270 In Illinois The Illinois Associate Editor Angus Association and Les Reel’s Angie Stump Denton (816) 383-5211 Reel Livestock Center in Con- gerville also have worked together Assistant Editor to co-sponsor a special feeder-calf “Right now the owners of the Angus-sired calves are taking home a 10¢ per pound premium,” Brad Parker (816) 383-5215 sale for CAB Program candidates. says Les Reel, Reel Livestock Center, Congerville, Ill. (ANGUS JOURNAL PHOTO) Editorial Artists Reel is unabashedly proud of the Lance Ziesch & Mary Black sales, the center and of being a mercial feedlots in Illinois and Ne- and allows traceback. “Source hub of purebred Angus activities. braska. identification is getting to be more Field Editors “When we opened the live- Besides the facility and man- important in the industry,” adds Lori Gilmore stock center,” Reel says, “so many agement help, Reel also con- Schooley. 21711 W. 52nd Terrace, Shawnee, KS 66226 breeders didn’t have a place to tributes $1/head to the Illinois An- IMBIO has set standards for Janet Mayer market their livestock, and the gus Association for promotional bulls used to sire sale-destined 4795 Mount Air Farm, Crozet, VA 22932 CAB Program was so popular. We and advertising purposes. feeder calves. Regardless of breed, Troy Smith just knew something like this “This center was built for Illi- qualifying bulls must rank in the HC 72, Box 19, Sargent, NE 68874 would catch hold. nois breeders,” he says, “and as it top 60% of their breed for growth Contributing Writers “We’ve had four of these sales, gets stronger each year, the word and performance EPDs. Ed Bible & Lynne Hinrichsen starting in 1996,” Reel continues. gets around, and the farther they “We gave the list of standards Numbers have increased from 500 haul cattle in. to all members,” Schooley says. Advertising/Production Manager head in the first sale to 800 head in “The Angus breeders, especial- “When they went to purebred Cheryl Oxley (816) 383-5216 the most recent. The sales are in ly those with smaller herds, and breeders to buy their bulls, they November and January, with the the Reel Livestock Center both could see how breeders’ bulls Advertising Assistants January sale a little more popular. benefit from these sales. The pro- ranked.” Ginette Gottswiller-Kurtz (816) 383-5223 Sale organizers set a goal of ducers are getting more money for For their calves to qualify for Doneta Brown (816) 383-5289 gaining a premium for owners of their cattle. It helps build the An- the sale, Angus bulls must meet smaller herds who individually gus breed, and we get repeat cus- these standards: frame score of Circulation/Media Manager Trish Runde (816) 383-5220 couldn’t muster the numbers tomers.” 5.0-7.5; minimum weaning EPD needed to attract volume buyers. of 28; minimum yearling EPD of Advertising Artists It’s working. In Iowa 51; minimum ribeye area of 11 Debbie Alexander & Monica Higdon “Right now the owners of the “The jury’s square inches; maximum fat cover Angus-sired calves are taking still out, but we know it’s a step in of 0.45 inches. Bulls must be ultra- DTP Systems Coordinator home a 10¢ per pound premium,” the right direction,” says Phil sounded by a technician certified Bruce Buntin Reel says. “Because of the success Schooley, commenting on the by the Animal Ultrasound Practi- they’re having in these sales, many Iowa-Missouri Beef Improvement tioners Association (AUP). Production Assistant of them are buying a few more Organization (IMBIO) feeder-calf “These standards were set in Carol Beckett Angus cows and adding to their sales. cooperation with the purebred Photo Coordinators herds. They’re just making more Schooley, who operates the breeders,” Schooley explains. Donna Kanesky & Brian Millard money.” Bloomfield Livestock Auction, “They helped set the standards, es- The sale is open to any produc- Bloomfield, Iowa, explains that in tablishing them to get as many Digital Imaging er who has Angus-sired calves, in- 1995 a group of cow-calf produc- producers involved as possible, but Kathrin Gresham cluding black baldies and calves ers wanted a better opportunity to without being too limiting. It’s out of Charolais cows, but 98% market their feeder calves. much better for producers to or- Proofreaders are black. It’s not required, but the “They thought that by group- ganize themselves than to be or- Diana B. King & Jacque McGinness sale would prefer the calves have ing the cattle and setting some ganized.” all their shots and be precondi- standards for such practices as vac- Sales are conducted in October, Office Assistant tioned, which again puts more cination and preconditioning, they November and December with Vickie Whitsell money in the producers’ pockets. could add value to the calves,” he some 7,500 calves tagged each Since the series’ inception, they says. “We just required them to year. Angus Productions Inc. Board of Directors have had around 2,000 consignors have their vet put an Allflex® tag in “As an average, we’ve gained a Bill Borror, Chairman; and 2,000 buyers involved. Most their ear at the time of vaccina- Richard Spader, President; calves have been going to com- tion.” The tag identifies the source (Continued on page 6) Richard Wilson, Business Manager; Jack Baker; Howard Hillman; AMERICAN ANGUS ASSOCIATION, 3201 Frederick Blvd., St. Joseph, MO 64506; (816) 383-5100; fax: (816) 233-9703; e-mail: Brian McCulloh; Cecil McCurry [email protected]. ANGUS BEEF BULLETIN is published four times per year by Angus Productions, Inc., 3201 Frederick Blvd., St. Joseph, MO 64506. & Charles “Bud” Smith Subscriptions: U.S. $10 per year. POSTMASTER: Send address changes to ANGUS BEEF BULLETIN, 3201 Frederick Blvd., St. Joseph, MO 64506. 6•ANGUS B E E F B U L L E T I N / October 1998

GENETICS (from page 4) program rather than have someone signors will see how much difference it sent letters and faxes to those potential start dictating. It’s important for the makes in the price received. buyers of Angus feeders. They gave 2¢ to 3¢ premium,” says Schooley. whole industry, including breed associ- “We know there will be some calves complete sale information and descrip- “We’ve had enough numbers the days ations. A fellow marketing 10 Angus brought to the sale that are not Angus- tions of the cattle. ahead of and right after these sales to bulls a year has as much opportunity as sired,” Patton says. “We’ll cut them off “We also made phone calls to some track our progress. But still, the most anyone in a program like this. He’s able and sell them at the end of the sale. If a of the alliances we thought would be in- important thing is our producers started to compete, at least on a per-head basis, commercial guy has 300 head of Angus- terested in these calves,” Marshall says. the process of using better bulls. This is with the breeders selling large groups of sired calves and 20 of another, we’ll still “Several of the Angus breeders made more important than commingling the bulls. give him an opportunity to sell them all. personal phone calls to invite their cus- calves.” “The purebred industry should en- “We hope to make it an annual tomers to consign calves. These phone Schooley says the average herd size dorse sales like this, as should inde- event. Ultimately we just need to get calls generated the most response.” of participating producers is between 60 pendent cattle feeders,” he continues. cash in producers’ hands. The CAB Consensus was that sales like these and 70 cows (the largest is 600 cows), “From our perspective, if we’re not Program has helped a long way, but the can benefit any producer, regardless of and around 100 producers from Iowa careful, all those good cattle will get ab- more money in the producers’ hands, herd size. Even producers with smaller and Missouri have participated. Sale or- sorbed, and all that’s left for the inde- the more likely they are to buy more numbers of calves, who might not get ganizers also enlist the cooperation of pendents will be the outliers.” Angus bulls. We’re hopeful we can keep much interest from the load-lot buyers, Iowa State University. selling Angus bulls like hotcakes.” are able to get the real value of their “We sort real close for frame,” In Idaho calves by coming to a sale where load Schooley says, “so the Angus-sired Idaho Angus Asso- In Colorado lots can be put together. Without the calves don’t necessarily sell with the ciation President Mike Patton, Good- Colorado Angus ability to sell in load lots, they’re likely other black cattle. The black exotics ing, explains his group has a two- breeders worked every angle to ensure to get just the average of the market that usually end up selling together. Take the pronged effort under way as they plan the success of their two Angus-influ- day. guy with 100 cows and 50 steers to sell for an Oct. 30 sale of Angus-sired feed- enced feeder-calf sales last fall. In sales — the steers don’t necessarily fit together calves. Their intent is to help market at Fort Collins and Sterling, they in- In California er. By the time you sort them, you their commercial customers’ calves and, volved Angus breeders, commercial op- Jim Pennington, might have five or six groups, so we in turn, continue to build demand for erators who’d bought Angus bulls, feed- owner and operator of Western Stock- combine them with other producers’ Angus bulls. er-calf buyers and auction-barn opera- man’s Market, Famoso, Calif., has calves to put together pot loads. “This is our very first time, so we’re tors. found a way to draw out the premiums finding out as we go,” he says. “We sent “We had excellent results with these for Angus-sired calves during his regu- “All this was sparked by association letters to all the members of the Idaho sales,” says Troy Marshall, Denver, lar Monday sales. Always looking for members realizing the need to do Angus Association announcing the sale president of the state association. “We opportunities to enhance the marketing and giving details. Our members were really got serious about marketing An- of his customers’ calves, he showcases something for their commercial then asked to reprint the letter and send gus genetics and are planning to expand special sections of the sale, including customers and to improve the it to all who had bought bulls from our sales to the western slope this fall. special Angus-sired calf sales in June environment for marketing Angus- them in the past. Plus, another group of breeders put on and January. “Our goal is to make our customers a similar sale last year at La Junta. All “Last January we offered around 800 influenced cattle.” some money,” Patton explains. “Our this was sparked by association mem- head in this special section of the sale,” — Troy Marshall customers have said they would contin- bers realizing the need to do something he says. “We make no guarantee that ue to buy black bulls, so we wanted to do for their commercial customers and to these calves will fit a specific program’s “We’ve had pretty good response something to let them know they could improve the environment for marketing specifications, but we do offer sorted, from feeders as to how the calves per- afford Angus bulls. A commercial guy Angus-influenced cattle.” uniform lots of Angus-sired calves that formed, but we need a little more suc- originally approached me with the The sales were on regular sale days at do attract buyer interest.” cess in getting carcass data back,” he idea.” Other commercial producers Pat- the auctions, with the Angus feeder For the most part, yearlings are sold continues. “We were set up initially ton talked to also were excited about it. calves grouped separately for the in the January sales and calves are sold with Monfort in Des Moines to collect “By the first of July, we’d heard from special sales. These calves topped in June. This year the summer sale carcass data, but they closed the plant.” producers interested in selling 1,700 both sales, with around 1,200 was postponed until August because The group is still working on collecting head. Once our entire membership gets head selling at Sterling and of the adverse weather in California. carcass data, and it is considering elec- the letter in circulation, we expect we 2,500 head at Fort Collins. Pennington says by offering the cat- tronic ear tags. may have 2,000 to 3,000 head in the The association further re- tle in sorted, uniform lots, buyers can “Right now the only extra expense is sale.” warded consignors with call the yards that feed cattle in at- the Allflex tag, and it costs under a dol- The Idaho breeders researched po- prize jackets for the tempts to meet Certified Angus Beef ™ lar,” says Schooley. “Our producers tential sites in the state. They settled on high-grossing pen specifications and work on firm orders don’t consider the preconditioning an the Producers Livestock Association in and the high-dol- that will let them be more aggres- extra expense because 90 percent of the Jerome. Producers will pay the associa- lar-per-pound sive. producers were doing it anyway. Our tion $2/head for all the calves that go pen. “The consignors really like other charges are just the same as at any through the sale, with that money ear- these showcase sections because other sale held here, and the producers marked for sale advertising. they’re earning a premium and don’t have to join an organization and “We’ll try to reach buyers who getting a little pat on the back for using pay dues in order to participate.” might be looking for pot loads,” the right kind of sires to produce the The bulk of the calves in the early Patton says. “Of course, we hope “The people bring- right kinds of calves,” says Pennington. sales have been going to backgrounders, the local buyers will be there, too.” ing in the calves felt good “We do this for calves of other col- many close to home. The Bloomfield The sale will be open to all calves about the sales, and the auction- ors, too, but the way we make it work is market then has the opportunity to see sired by Angus bulls — both heifers and barn operators loved us bringing in to make out the sale order on Sunday how the calves perform and to resell steers. extra consignors and buyers,” Marshall for the Monday’s sale. The crew and I them weighing around 850 lb. If a producer can’t bring his calves in says. “Plus, producers of other breeds know ahead of time what’s coming “We’ve been pleased at how well the for the Oct. 30 sale, they’ll also run an got to see the calves and how well they through the ring, so we can sort and sell calves grew together,” Schooley says. in-house video for buyers to view and sold. these cattle in logical groups to enhance “The backgrounders have been pleased, from which to bid. “We had a number of key points. their value,” he explains. “The buyers too. They’ve been able to come to the For this first time, the sale manage- First, by bringing in more calves and like it, too, because they can bid on larg- auction, buy uniform sets of calves and ment will try to identify calves by sire. buyers, we got the sale-barn operators er numbers of like kinds of cattle to fill then sell them in uniform groups.” They’re encouraging a complete vacci- on our side. They helped us advertise their loads.” Schooley is strongly committed to nation program, but it won’t be re- and promote the sales.” keeping the Bloomfield sales a grass- quired this time. However, vaccinations Using lists of bull buyers from the roots program. “It’s much better for lo- will be called as the calves come in the American Angus Association and lists of cal grassroots people to set up such a ring. Organizers are confident con- feedlots and order buyers, the breeders AB